In my conversations with independent consultants, a common question I get is how to generate more business.

There are a lot of things one could POTENTIALLY do to generate more revenue, and some people flail around putting effort into initiatives that may have a low return on investment.

Of course we all want to put our time and energy into areas with a relatively high return on investment, and I’ve found that it is useful to break down all the possible factors into what I call the Consulting Revenue Equation.

Also check out Episode 221, in which I discuss with David A. Fields some ways to increase your conversion rate.